Growing a Successful Sales Force

The Challenge:

With a $2,000 credit card advance and an ad in a computer magazine, the Crown brothers began selling mass storage computer products to consumers via direct marketing. The concept met with immediate success.

As Insight grew, it increased its product lines in order to offer customers a one-stop computer source, and today more than 100,000 name brand computer products are available.

A shift in focus from inbound to outbound calling created an enormous change in the culture of the company and growth in the sales force—a projected 50 to 75 new hires each quarter for the foreseeable future.